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Effect of Emotion and Personality on Deviation from Purely Rational Decision-Making

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Decision Making and Imperfection

Part of the book series: Studies in Computational Intelligence ((SCI,volume 474))

Abstract

Human decision-making has consistently demonstrated deviation from ”pure” rationality. Emotions are a primary driver of human actions and the current study investigates how perceived emotions and personality traits may affect decision-making during the Ultimatum Game (UG). We manipulated emotions by showing images with emotional connotation while participants decided how to split money with a second player. Event-related potentials (ERPs) from scalp electrodes were recorded during the whole decision-making process. We observed significant differences in the activity of central and frontal areas when participants offered money with respect to when they accepted or rejected an offer. We found that participants were more likely to offer a higher amount of money when making their decision in association with negative emotions. Furthermore, participants were more likely to accept offers when making their decision in association with positive emotions. Honest, conscientious, and introverted participants were more likely to accept offers. Our results suggest that factors others than a rational strategy may predict economic decision-making in the UG.

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Authors and Affiliations

  1. Neuroheuristic Research Group, University of Lausanne, Lausanne, Switzerland

    Marina Fiori, Alessandra Lintas, Sarah Mesrobian & Alessandro E. P. Villa

  2. Department of Organizational Behavior, University of Lausanne Faculty of Business and Economics (HEC), Lausanne, Switzerland

    Marina Fiori

  3. Dept. of Medicine/Unit of Anatomy, University of Fribourg, Fribourg, Switzerland

    Alessandra Lintas

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  1. Marina Fiori
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  2. Alessandra Lintas
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  3. Sarah Mesrobian
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  4. Alessandro E. P. Villa
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Correspondence to Marina Fiori .

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  1. Theory and Automation, Academy of Sciences, Institute of Information, Pod vodarenskou vezi 4, Prague, 182 08, Czech Republic

    Tatiana V. Guy

  2. and Automation, Academy of Sciences, Institute of Information Theory, Pod vodarenskou vezi 4, Prague, Czech Republic

    Miroslav Karny

  3. Los Alamos National Laboratory, MS B256, Los Alamos, 87545, USA

    David Wolpert

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Fiori, M., Lintas, A., Mesrobian, S., Villa, A.E.P. (2013). Effect of Emotion and Personality on Deviation from Purely Rational Decision-Making. In: Guy, T., Karny, M., Wolpert, D. (eds) Decision Making and Imperfection. Studies in Computational Intelligence, vol 474. Springer, Berlin, Heidelberg. https://doi.org/10.1007/978-3-642-36406-8_5

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